John Gafford

No, I'm just kidding.

So are you saying that, okay, so like in the sales process for me, the way that I look at it is people are either moving towards status, they're moving away from pain, towards something pleasurable, but are you saying those are the decisions that are taking place there?

Well, let me ask you, let me ask you this.

Let me ask you this.

If I'm marketing somebody and there's powerful motivators that exist within the old brain, if you had to rank the top five with one being the most powerful, which what you should be trying to appeal to, how would you rank those?

What would that list look like?

No, it does.

Well, there's obviously within that list, there's obviously techniques in phrasing and ways that you can get to that subliminal old brain.

So what would you, let's break that same list down again and say, what are the things that you should be doing depending on which of those vanity metrics or those safety metrics you're trying to hit?

So let's pretend we got a pitch.

Are you trying to hit – let's say we got a pitch.

You got your three silos you're trying to hit of your positioning.

Okay.

Are you trying to hit it 33%, 33%, 33%?

Or does it matter as long as it equals 100?

I want to go back and I want to talk about pattern recognition because we skipped it so quick.

Because I actually give a talk and one of the talks that I give, one of the points that I'm making is about pattern recognition in the sales industry where the worst thing that you can say to any prospect that you ever call is, how are you doing today?

Because every human on earth now is just conditioned.

Like you would never call your friend and go, how are you doing today?

You just would never do that.